Archive for October, 2012

Could You Generate Business With This Question?

October 31st, 2012

I was brainstorming with one of my coaching clients on additional ways to increase business between now and year end.
My client suggested that he could add a really simple question to his arsenal.
“How can I help YOU finish strong this year?”
It’s a brilliant question because we often forget that OUR success is a direct result […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

How To Handle Rejection

October 28th, 2012

Understand that it has an expiration date!
Understand that most people . . .
Either don’t have a plan from the word “no” or . . .
Simply give up after the word “no”.
No is not a door slammed shut for all eternity . . . it simply means “Not Now”

Think I’m kidding?
Here’s some proof . . .
Did […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

ITube, YouTube, WeAllTube

October 26th, 2012

How much do you know about YouTube? It’s a pretty powerful tool, not just an entertaining time-waster. You can find all kinds of different content in the videos posted there, from videos of cats to intelligent lectures and tutorials to music videos. In recent times, it has also become a powerful tool for political and social movements. Did you know YouTube is ranked as the number two search engine in the world, second only to Google? That sounds like a pretty good reason to establish a YouTube presence for your company.  Even without a lot of views, simply posting videos and linking to your website in the description is another great way to improve your search engine rankings.

You don’t need fancy camera equipment, either. You can use a smartphone (if you don’t have one, ask a friend) to record a simple video and post it straight to YouTube. Technology today has really made it easy for people to put themselves out there. So now the question you have to ask yourself is “what’s stopping me?”

If you have no idea what types of videos to post, don’t worry. There are plenty of different ways to create content for videos without being a professional videographer. If you sit down and brainstorm ideas for videos that you think your potential clients will be looking for, you are off to a great start. If you’re a landscaper, try filming a walking tour of your recent beautiful project, and narrating what you did to make it so nice. If you’re an artist, film yourself at work. Maybe you have products for sale – ask your customers to send you videos of your products in action. If you think your job is too boring to document, then it’s time to whip out your marketing skills and create a scenario worth watching.

Don’t be afraid to get creative. There is no one specific way to create a video that will go viral, nor is there a checklist on how to do it. You need to figure out what makes you stand out and use that to your advantage. If that involves writing a script and practicing ahead of time, then so be it. You can also hire professionals to help you brainstorm, plan and develop a video campaign. Check out the options that we offer here at inConcert, or take a peek at our channel! If you haven’t seen our Tuesday Tips series, you’re seriously missing out.

 

Website Marketing Budget

October 24th, 2012

What is your website marketing budget?  The typical response I get to that question is “HUH?”  So I often repeat the question.  Many people still have no idea what I mean nor have they ever thought about it.  Website marketing and maintenance have evolved over the past few years.  It used to be that you didn’t have to market your website much at all, but no more.  Now, the first thing I tell clients is that building the website is the first step in a long process of building and effective website.  You cannot just stop the process after the first step.  You need to complete the entire process, as you would with any project.

When defining your Website Marketing Budget, I advise folks to make it 20% of your overall marketing budget, as a minimum.  If your site is your sole driver of sales, then of course this number needs to be much higher than 20%, it might need to be 70% or even 80%.

Defining what goes into your website marketing budget is usually pretty simple, here are few items that you should find within your budget:

  • PPC Advertising
  • Link Building Costs
  • Website Maintenance Plan Costs
  • Banner Advertising
  • Content Writer
  • Code and Content updates

Like anything, if you plan accordingly, your website can be very effective.  With a proper budget, you can continue to grow your website, and make it more effective each and every day.  If you need someone to help you work through your budget, just contact us, I would be happy to assist you.

Are You Part Of The 68% That Ignore Their Clients To Death?

October 23rd, 2012

According to Jay Conrad Levinson, 68% of all business lost in America is lost to apathy after the sale. We are in essence ignoring our clients to death.
Here are a few suggestions so you can reduce that risk!
1) Say”thank you” creatively and often: Make sure you’re sending a handwritten thank you within 24-48 hours of […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Getting Through To The Hard To Reach Prospect

October 22nd, 2012

Carol sent me an email,  on a topic, we all struggle with . . . getting through to prospects.
She writes . . .
Uncle Paul,
The majority of the prospects I’m trying to reach are pretty close to impossible to get a hold of.
I’m not getting stopped by gatekeepers, I just always get voicemails and my emails […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

The Pez Dispenser

October 22nd, 2012

Are you a Pez Dispenser?  I hope not!  I am sure you have met the Networking Pez Dispenser, haven’t you?  This is the business networker that just doesn’t get it!  They meet you and within 3 seconds they have their card in their hand ready to give it to you.  But wait… I don’t want it!!!  I am not interested in your card!  I am interested in you!  Furthermore, I want you to be interested in me!  Nothing more!  A business card is a tool to exchange contact information for people that may want to contact another person.  If you don’t know that I want to contact you, or that I may want to, then why would you give me your card?

When this happens to me, I resist accepting the card as much as possible.  If I do end up accepting the card, I put it in my pez pocket, reserved just for those cards that will be discarded when I leave the networking event. So essentially, by giving my your card in this manner, you just threw it away yourself.

On occasion, the Pez Networker will ask me for my card, almost immediately, to which I will response “what are you going to do with my card?”  This usually puts them on the spot and we can have a quick conversation about what NOT to do with my card.  I am very clear that I don’t have an interest in getting a sales call from them regarding their services.  Many times this discussion results in my card not ending up in their hands, which is perfect for me.

Many financial reps, insurance reps, and multi-level networkers fall into the Pez Networker classification; however, there are a few exceptions to that rule. I have found some great networkers in those industries that could teach their compadres a thing or two (or three or four or five) how to network correctly.

Bottom line, don’t be a Pez Dispenser and spend some time learning about me before giving me your card – in fact, you should wait for me to ask for your card before offering it at all.

How To Differentiate Your Company

October 21st, 2012

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Today’s buyers have more choices than ever before and that makes it way too easy for you to blend or worse yet . . .
Find yourself in a situation where the buyer has defaulted to price as the key component in their selection process.
In the absence […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Browser Statistics – September 2012

October 19th, 2012
Browser Statistics
Browser Statistics – September 2012

The web browser statistics have been released through September 2012. The stats are published monthly at W3CSchools.com.

Below are the web browser stats for September 2012.

2012 IE9 IE8 IE7 IE6
January 5.3% 10.5% 3.1% 1.1%
February 5.7% 10.2% 2.6% 1.0%
March 6.1% 9.4% 2.5% 0.9%
April 6.4% 8.8% 2.3% 0.7%
May 6.5% 8.8% 2.1% 0.6%
June 6.1% 8.0% 1.9% 0.6%
July 5.9% 7.7% 2.0% 0.6%
August 6.1% 7.8% 1.8% 0.5%
September 6.6% 7.9% 1.3% 0.4%
2012 Firefox Chrome Safari Opera
January 37.1% 35.3% 4.3% 2.4%
February 36.6% 36.3% 4.5% 2.3%
March 36.3% 37.3% 4.4% 2.3%
April 35.8% 38.3% 4.5% 2.3%
May 35.2% 39.3% 4.3% 2.2%
June 34.4% 41.7% 4.1% 2.2%
July 33.7% 42.9% 3.9% 2.1%
August 32.8% 43.7% 4.0% 2.2%
September 32.2% 44.1% 4.2% 2.1%

Internet Explorer users are continuing to upgrade to the newer versions, as IE9 and IE8 are increasing while the numbers for IE7 and IE6 are steadily dropping. Firefox and Opera are also decreasing in popularity in favor of Chrome and Safari. It’s possible that the drop in numbers for Firefox could partially be due to the limited number of mobile devices that support Firefox.

9 Ways Social Networking Is Misunderstood

October 18th, 2012

1)    Joining A Social Networking Platform And Then Hanging Out On The Sidelines: This one hits home with me because its how I quit both Linkedin and Twitter when I first started my “Castain 2.0” journey. I get this dopey “Alright I signed up now entertain me circus boy” vibe from people trying out social networking. […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Five Reasons Blogs Commonly Feature Numbered Lists

October 18th, 2012

There are so many different styles of blogging that it can be hard to choose a style and stick with it for your company’s blog, especially if there are multiple people who update it. One popular method is the numbered list. Here are a few reasons that might explain why:

5. Readers know what they’re getting themselves into. With a small number like five, or even up to ten, readers are more likely to click on an article than a blog that promises hundreds. This is a fast-paced society and our attention span is no longer as easy to lure in. For those who really don’t have the time to read the entire article, the option of scanning the page for the titles of each item on the list is available. Limiting your range of examples to a small and finite number makes the reader feel like committing to reading the whole article is a manageable task.

4. Readers’ knowledge is challenged. Titles like “Five Most Common Cell Phone Problems” spark the readers’ curiosity and lead to more traffic. Many people who read the headline to a numbered list article are naturally going to try to name the five items on the list from memory. This leads to more clicks on the article as people want to check their facts. Just like when you’re watching a trivia game show with a group, there’s always someone who shouts the answers ahead of time or claims they knew the real answer all along.

3. Outlines are easy. Any writer will tell you that having an outline makes writing about any topic easier. Numbered lists are basically highly detailed outlines. Once the writer has come up with the five examples, only a paragraph is needed for each and the article practically writes itself.

2. Readers get hooked. By the time the reader reaches the halfway point in the article, it’s safe to say you’ve got them on the hook. Their curiosity will drive them to read the entire article because if they don’t, they’ll never know what the fifth example is. Then that’s all they will be able to think about for the rest of the day. If you want to test this theory for yourself, just stop reading this article right now. Number five is probably a dumb example anyway, right?  Just kidding. Don’t stop reading. In fact, we think you should read the rest of our blog articles too.

1. Writers seem like experts. Sure, there may be way more than five different shapes of swimming pools. However, by writing an article in the numbered list style, you’re saying to your readers, “These are the five shapes that matter. The rest are trivial.” By making this choice, you are asserting your opinion and subtly influencing your readers.  Sounding like an expert is key if you want your website to be effective in converting readers to customers.

How To Become More Believable To Your Prospects

October 17th, 2012

Do you think prospects have a natural tendency to doubt sales people?
Do you think they might be a little nervous to take a chance on something new . .
even if you’ve clearly articulated the value you bring to the table?
Here’s a thought . . .
You increase your ability to be believed when you prove the […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

D780 Devon & Jones Wintercept Fleece Full-Zip Jacket

October 17th, 2012

D780 Devon & Jones Wintercept Fleece Full-Zip Jacket

Specifications: 100% microfilament polyester, plush, pill-proof, durable water-repellent technology, outside zip pocketsSize: S-XL (for 2XL-4XL add

Embroidery Areas: Upper left chest and upper middle back

Product Color: Navy

Embroidery Color: White and Green

Setup Charge: 0.00

Layout and Design: .00*

Shipping Weight: 10 lbs/10 shirts

Price Includes:

2 Color Embroidery**

2 Imprint Locations**

Digital Proof

FOB Gardner

Shipping Additional


D780DevonFleece

(Price Per Piece)

10 13 25 30
.24 .74 .74 .24
Terms: 50% Deposit. Balance due upon delivery. Most printed items are printed per “Standard Trade Practice”, meaning 10% over/under and billed accordingly.
*Layout and Design accounts for a half hour design time. Additional design time will be billed at our Standard Hourly Rate of 0/hr.
**For additional imprint location(s) and/or color(s) call for a quote.
NOTE: Prices are subject to change.

16 Ways To Get Noticed By Your Network

October 16th, 2012

How does one stand out in a sea of networking contacts?
Funny you should ask . . .
1)    Get on a committee at your local chamber with the goal of eventually chairing that committee. Doing so makes you a “go to” person which dramatically increases your visibility
2)    Show up consistently in any of the networking venues […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Tuesday Tip #10: What are other ways to improve rankings?

October 16th, 2012

Hope everyone is having a great Tuesday! Today happens to be National Boss’s Day so here’s the bossman with our tenth Tuesday Tip video. In just one minute, you can learn a great technique for website improvement from a web development expert for free. What are you waiting for?

If you’re just discovering our Tuesday Tips now, don’t worry about missing out. You can check out the tips from Tuesdays past with this playlist on our YouTube account. Be sure to subscribe to the inConcert Web Solutions channel for more great videos in the future!

Transcript:

Hey, everyone! Matt Ward with inConcert Web Solutions; I’ve got another great tip for you today.

You want to rank high on Google? Get those page names fixed!! Quit having a page name called Home.html… DOESN’T WORK!! It DOESN’T WORK!!! Everybody wants to show up for Home? Come on, REALLY??? You want to show up for…. If your website is based on peanut butter have peanutbutter.html, whatever the extension is. You need to name your URL after the content related to the page.

You also want it to kind of match your page title. Make sure everything is in sync. You know, your content matches your photos, your photos match your page name, your page name is your URL. Check out the photo right here on the screen shot and you can see exactly what the page name is.

For more great tips, go to inConcertWeb.com and click on the yellow button at the bottom; it says “Top 10 Tips”.